Negotiation, Persuasion, and Influence Skills

• Negotiation Essentials

• Definition and Cases of Negotiation:
  • Understanding what negotiation is and different scenarios where it applies.
• Nature of the Negotiation Process:
  • Overview of how negotiations are structured and executed.
• Negotiation Topics and Parties Within an Organization:
  • Identifying key issues and participants in internal negotiations.
• Negotiation Approaches:
  • Various methods and styles used in negotiation.
• Negotiation and Bargaining:
  • Differences and similarities between negotiating and bargaining.
• Stages of Actual Negotiation:
  • Phases that occur during a negotiation session.

• Preparation for Negotiation

• Defining Objectives and Alternatives:
  • Setting clear goals and possible alternatives for negotiation.
• Identifying Negotiation Opportunities and Constraints:
  • Understanding what can be leveraged and what limitations exist.
• Determining Negotiation Issues:
  • Identifying the key issues that need to be addressed.
• Gathering Data, Information, and Documentation:
  • Collecting necessary information to support negotiation positions.
• Evaluating Relative Negotiation Position:
  • Assessing one's position in relation to the other party.
• Formulating Negotiation Strategies and Tactics:
  • Developing plans and methods for effective negotiation.
• Selecting and Training the Negotiation Team:
  • Choosing the right team members and preparing them for negotiation.
• Setting the Negotiation Agenda:
  • Outlining the topics and order of discussion.
• Choosing the Negotiation Venue:
  • Deciding on the location where negotiations will take place.
• Organizing Communications:
  • Planning how communication will be managed before and during negotiation.
• Preparing for the Opening Session:
  • Planning how the negotiation will begin.
• Developing Discussion Scenarios:
  • Creating potential scenarios and responses for the negotiation.

• Negotiation Methods, Strategies, and Tactics

• Negotiation Relationships:
  • Understanding the dynamics between negotiating parties.
• Interest-Based Strategies:
  • Strategies focused on mutual interests, such as cooperation and expansion.
• Conflict-Based Strategies:
  • Approaches used when interests clash, including tactics like exhaustion and control.

• Negotiation Dialogue and Influence

• Communication Basics:
  • Understanding what effective communication entails.
• Measuring Communication Effectiveness:
  • Evaluating how well communication is functioning in one-way and two-way settings.
• Listening vs. Hearing:
  • Techniques for active listening and understanding.
• Effective Speaking Techniques:
  • How to communicate effectively with others.
• Characteristics of Effective Negotiation Dialogue:
  • Key traits of productive negotiation conversations.
• Questioning Techniques:
  • Strategies for asking questions during negotiations.
• Responding in Negotiation Dialogues:
  • Approaches for answering questions and comments.
• Using Non-Verbal Communication:
  • The role of gestures and expressions in negotiation.

• Negotiator Types and Skills

• Who We Negotiate With:
  • Identifying and understanding the parties involved in negotiations.
• Information for Determining Negotiator Types:
  • Key data needed to classify different negotiation styles.
• Negotiator Behavior Patterns:
  • Different behaviors and styles of negotiators.
• Impact of Environment on Negotiator Types:
  • How the negotiation environment affects different styles.
• Skill Matrix / Negotiation Stages:
  • Framework for assessing skills and stages in the negotiation process.

Empowering participants to:

• Understand the nature of negotiation, associated concepts, and its stages.
• Prepare and plan for negotiations efficiently and effectively by learning and practicing the steps for preparing the negotiation process.
• Choose negotiation strategies and tactics that achieve the objectives of the negotiation process.
• Practice effective communication skills that support their negotiating position.
• Identify the types, characteristics, and behaviors of negotiators to engage effectively with the other party.

• High-quality educational material in both form and content, designed in a luxurious manner.

• Trainers at the highest levels.
• Advanced training tools.
• A team trained to ensure complete comfort for trainees.
• Training rooms equipped with all necessary facilities.
• Ability to design training programs according to the strategies of the companies they are offered to.

At Creative Sources for Training (CS), we strive to apply the highest quality standards to achieve the desired goals through:

• Conducting pre- and post-tests to determine the added value of the program.
• Relying on workshops and enhancing interaction between the trainer and participants, as well as among the participants themselves.
• Using the latest training methods and interactive tools applied globally.
• Transferring successful experiences from institutions that have implemented and achieved significant success.
• Preparing and designing training materials by specialists and practitioners of similar projects and presenting them in a luxurious manner.
• Focusing on implementing the project in a distinguished training environment that matches the nature of the program, in a five-star hotel.
• Conducting courses with a maximum of 20 participants per program.
• Providing detailed reports on each training program, including attendance, participation, assignments, test results, etc.